Business strategy is, in some ways, similar to chess. Your board (or sales territory) is full of the standard battle-ready pieces: pawns, rooks, knights, bishops, kings, and queens; each of which brings their own unique abilities to the game. A new sales rep is the rook: a relatively strong player because of their range of flexibility but limited in their movements. Similarly, the experienced sales hire would be the pawn. That’s right. A pawn. Our rep is the pawn because he tends to get overlooked in the hiring arena. But, like pawns in chess, sales reps are highly versatile.…
Reading a book. Going on a roadtrip. Doing your laundry. Why are these things we always want to do but never seem to get around to doing? It's a matter of interest vs intent. Although we may be very interested in doing all these things, we lack intent for doing them. What’s the difference between the two? As defined in the Oxford dictionary: The difference between intent and interest is need and resolve. You experience this every time you reach into your underwear drawer and find it empty. When this happens, you’re no longer idly interested in doing laundry--that interest…
Have you ever walked into a bar and left without knowing how much you spent? One drink after another and you’ve gone past weekday happy hour to multiple $10+ drinks. The tab adds up quickly – and your wallet feels that much thinner when you go to pay for your Monday morning coffee. How does this happen? Bartenders are sales people. In fact, they’re some of the best salespeople out there because they use these sales techniques: 1. They're Personable Bartenders know how to strike up a conversation. You take a seat at a bar and you’ll inevitably exchange…
Les représentants de commerce ont généralement tendance à se concentrer sur ce qu’ils ont à dire plutôt que sur comment le dire. Or, le message que l’on délivre n’est pas tant ce que l’on dit, mais ce que l’interlocuteur perçoit. Des études ont montré que 93% de la communication est non-verbale. Pour devenir un expert en communication commerciale, il est donc important de maîtriser la communication verbale et non-verbale. Il existe une multitude de techniques de vente utilisées pour persuader les clients. Cependant, si vous vous rendez à un meeting en pensant “Je suis là pour vendre quelque chose”, vous…
As an outside sales representative, you know your career is not a walk in the park. Every day you face a good amount of rejection, long hours, and a constant fear of falling short of your quota. Not everyone is carved out for this type of job, as it takes certain personality traits and qualities. Not only do you have to close deals, but you also have to hustle through each long day of work. So, is outside sales representative the right job for you? One way to find out is by taking a personality test. Two different tests--the…
Business strategy is, in some ways, similar to chess. Your board (or sales territory) is full of the standard battle-ready pieces: pawns, rooks, knights, bishops, kings, and queens; each of which brings their own unique abilities to the game. A new sales rep is the rook: a relatively strong player because of their range of flexibility but limited in their movements. Similarly, the experienced sales hire would be the pawn. That’s right. A pawn. Our rep is the pawn because he tends to get overlooked in the hiring arena. But, like pawns in chess, sales reps are highly versatile.…
Reading a book. Going on a roadtrip. Doing your laundry. Why are these things we always want to do but never seem to get around to doing? It's a matter of interest vs intent. Although we may be very interested in doing all these things, we lack intent for doing them. What’s the difference between the two? As defined in the Oxford dictionary: The difference between intent and interest is need and resolve. You experience this every time you reach into your underwear drawer and find it empty. When this happens, you’re no longer idly interested in doing laundry--that interest…
Have you ever walked into a bar and left without knowing how much you spent? One drink after another and you’ve gone past weekday happy hour to multiple $10+ drinks. The tab adds up quickly – and your wallet feels that much thinner when you go to pay for your Monday morning coffee. How does this happen? Bartenders are sales people. In fact, they’re some of the best salespeople out there because they use these sales techniques: 1. They're Personable Bartenders know how to strike up a conversation. You take a seat at a bar and you’ll inevitably exchange…
Les représentants de commerce ont généralement tendance à se concentrer sur ce qu’ils ont à dire plutôt que sur comment le dire. Or, le message que l’on délivre n’est pas tant ce que l’on dit, mais ce que l’interlocuteur perçoit. Des études ont montré que 93% de la communication est non-verbale. Pour devenir un expert en communication commerciale, il est donc important de maîtriser la communication verbale et non-verbale. Il existe une multitude de techniques de vente utilisées pour persuader les clients. Cependant, si vous vous rendez à un meeting en pensant “Je suis là pour vendre quelque chose”, vous…
As an outside sales representative, you know your career is not a walk in the park. Every day you face a good amount of rejection, long hours, and a constant fear of falling short of your quota. Not everyone is carved out for this type of job, as it takes certain personality traits and qualities. Not only do you have to close deals, but you also have to hustle through each long day of work. So, is outside sales representative the right job for you? One way to find out is by taking a personality test. Two different tests--the…
